Senior Principal ISV Account Executive

More than 100 million users around the globe rely on Cloud Software Group (CSG) to help them adapt, transform, and meet the challenges facing every modern enterprise across private, public, managed and sovereign cloud environments. We enable our customers to evolve, compete and succeed leveraging our software franchises for and across data, automation, insight and collaboration.

The ISV Account Executives at CSG are responsible for a set of customers who leverage our solutions to deliver their intellectual property to end-customers for a fee. In the ISV Account Executive role, you will produce new and recurring sales revenue, driving growth through advanced and complex account planning. This role provides the opportunity to leverage your extensive customer and sales experience to execute against a strategic account and growth plan, using business development strategies within a defined set of customers, prospects, territory, or vertical(s).

Job responsibilities:

• Execute an account-based sales strategy in assigned portfolio, focusing on growth and retention; drives accountability to deliver on account plans among the extended customer teams internally.

• Develop value-proposition presentations and specialized business plans for customers that drive business outcomes to generate business and new opportunities.

• Provide detailed and accurate sales forecasting with emphasis on several customer and CSG key performance indicators (KPIs)

• Demonstrates a strong understanding of the customers' business strategy and the direction of the industry, serving as a trusted advisor demonstrating how CSG can impact their objectives

• Understand each customer’s technology footprint and strategy, business drivers and landscape, and strategic growth plans.

• Negotiate and manage end-to-end, complex sales-cycles, often presenting to C-level executives 

• Identify the right specialist/support resources to bring into account negotiations and presentations

• Orchestrates internal teams to anticipate issues/risks on customer satisfaction and ensure a constant focus on post-sales obligations and support 

• Leverages best-in-class sales and communication techniques and tools to meet customer needs and accelerate sales. 

• Develops plans to offer solutions that satisfy customers' KPIs and align the right partner solution for customer industry needs. 

Candidate Requirements: 

• 10+ years of sales experience within software OR solutions sales organization

• 5+ years experience selling SaaS or PaaS

• Experience with ISVs or Service Providers

• Experience establishing trusted relationships with current and prospective clients and other teams

• Experience producing new business, negotiate deals, and maintain healthy C-Level relationships with IT and Lines of Business

• Experience consistently achieving sales targets

• Experience quarterbacking account teams within a matrix sales team environment, promoting a "win as a team" approach

• Demonstrated ability to use value based consultative selling

• Experience with advanced Account Planning techniques, including the development, execution and tracking of short- and long-term account objectives, customer goals and action steps

• Objection Handling & Negotiation experience and the ability to qualify/quantify the impact of maintaining the status quo or pursuing competitors' solutions

About Us:

Citrix and TIBCO recently merged to create Cloud Software Group, now one of the world’s largest cloud solution providers, serving more than 100 million users around the globe. When you join Cloud Software Group, you are making a difference for real people, each of whom count on our suite of cloud-based products to get work done — from anywhere. Members of our team will tell you that we value diverse lived experiences, passion for technology, and the courage to take risks. Everyone is empowered to learn, dream, and build the future of work. We are on the brink of another Cambrian leap -- a moment of immense evolution and growth. And we need your expertise and experience to do it. Now is the perfect time to move your skills to the cloud.

Cloud Software Group is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state and local laws that prohibit employment discrimination. All qualified applicants will receive consideration for employment without regard to age, race, color, creed, sex or gender, sexual orientation, gender identity, gender expression, ethnicity, national origin, ancestry, citizenship, religion, genetic carrier status, disability, pregnancy, childbirth or related medical conditions (including lactation status), marital status, military service, protected veteran status, political activity or affiliation, taking or requesting statutorily protected leave and other protected classifications.

If you need a reasonable accommodation due to a disability during any part of the application process, please contact us at (800) 424-8749 or email us at [email protected] for assistance.